Tuesday, 5 May 2015

Linking the questions you ask your Apple customers

In our last Apple post we gave you some suggestions as to what questions you can ask your
customers to unlock further conversations, creating potential for a larger
sales. This week we want to explore customer profiling a little more and give
you something you can try out straight away with your customers.

Profiling your customers might be an approach that is completely alien to you
or it maybe something at which you have become somewhat of an expert. Either
way, our vision at Westcoast is to bring our customers together to collaborate
on what those techniques may look like. Try new methods out. Share successes and
challenges. But most of all, join us in becoming the experts in selling Apple
Solutions.

We want to give you something you can
try

out straight away with your
customers.

We recommend remembering the process
we call

C.H.A.I.N.

This is the process by which you determine your customers current situation,
background, aims, pains and business needs. The result gives you a crystal clear
understanding of who it is you are talking to.
You must ask the relevant questions in order to understand who you are
talking to, what role does that person play and what is the environment for the
company.

The idea behind using CHAIN is that by linking the the questions you ask your
customer, you will start to…

build a solid foundation to
understanding what

the full solution for that customer
may be.

Here is the CHAIN model:

CURRENT SITUATION – what is their technical situation as
it currently stands?HISTORY – what is their company background?AIMS – what is the purpose of the purchase? ISSUES –
what problem is this purchase trying to fix?NEEDS OF THE BUSINESS – what overall business need is
this in response to?
A full Apple solutions goes beyond the the Apple Products themselves.We want
to share with you what we do to uncover the solution. By doing this the customer
benefits and you benefit by selling more products and services.

Next time we will to share with you some examples of solutions that could
come from a sales conversation structured around CHAIN.